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Memoirs of a Copier Sales Person

COVID19 Remote Working Day One Hundred and Forty of Selling

COVID19 Remote Working Day One Hundred and Forty of Selling Copiers

For all of those that look forward to my weekly email update I don't think that's going to happen this week.  I just need to take the mental break tonight.

The end of last week was pretty good. I ended up receiving docs from three clients. One net new small A4 black MFP, one A3 Color MFP from an existing client (yes they needed 11x17), and then another order form an existing client for W6700 wide format (replacing a Ricoh W3601) and I also knocked out a Canon Color MFP at that same account with a Ricoh A3 color (another account that required 11x17).  Finishing up somewhere around $25K for the week.  See Ray 11x17 is still needed!

I was hoping on getting another wide format net new account last week.  This account gave me the verbal on Wednesday and then had second thoughts.  After three days of playing catch up with the account he emailed me today telling me he has to think it over a bit more.  There's any underlying reason and not something I will discuss at this point in time.  Nothing to do with me or Stratix, it's more of a manufacturer thing.  If you want to know the details please feel free to PM me.  That deal was around $12K, well at least I have three weeks to try and answer the objections and get it to the finish line.

During the month of May it seemed like I had that Midas touch, every deal was smooth with no hiccups.  Every deal this month has presented it's own set of issues whether it's lease approval, lease rates, docs, legal name it all came home to roost today.  I spent the better part of the day walking through each deal to bring them to fruition.  I'm sure there's going to be some additional work that needs to be done tomorrow and the day after.

Today I also was told that I'll be received signed docs tomorrow for four color MFP's from an existing account.  This has been in the works for sometime and it couldn't hit at a better time in the month since I was forecasting $105K for this month.  I dropped that to $92K because of the net new wide format account that is in the weeds.

The order from tomorrow is another $25K, thus my the end of tomorrow I should be at $50K with three weeks left.  The plan is to get at least one more client to move forward with a $16K order.  I'm hoping to be at $66K for the end of the week.  I then have two weeks to find another $30K.  Going through accounts that I think have the chance to close I'm seeing that number at $66K.  Half of that will get me to my goal.

Today was also pretty cool since I received a lead!  Yay!  They don't come along that often and they are such a blessing.  Believe or not I'll be visiting that location on Wednesday of this week.  Can you guess what I'm bringing with me? .................................Paper order documents so the client can sign them on the spot if the time is right.  I will not go there and then tell the client, "uh sorry I don't have any docs and I'll email them to you".  Not going to happen.  In fact I'm bring two sets becuase I have a tendency to screw them up every now and then. This opportunity is not included in my numbers and would be a bonus.

Strange how the rhythm of sales works, for two weeks you slam your head against the wall and double think every action because nothing is working. Then all of that work and prospecting falls into place for a short time.   It still is and always will be about how hard you work and how bad do you want it.

I'm done still have some work to finish up for my day job and it's just about 8PM here in Jersey.

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Thirty-Nine of Selling

I had no intention of writing a blog tonight.  Today was more like a exercise in futility.  

I've got $110K on the my opportunity board with about $90K in committed verbals in the last week.  Yet I haven't been able to turn the corner on any of them yet.  Over the past two days I've let the ball travel with a few, placed a few calls and emails with nudges to get docs. 

It's more like what does it take to get these documents when I want them?  That's the key, in most cases you never get them when "you" want them.  They come when the client has the time to move forward.

I haven't lost any and I don't foresee losing more than $20k of the $110K.  The $20K is out there for two opportunities. One I'm not sure of their timeline and the other has competition knock on the door.

At times I get so tired of the follow ups, the nudging, the wording of the emails and the messages.  

Today I felt kind of lost in my own day.  Looking at the list and asking my self what else can I do?  After 40 years of doing this I still have days like today and I'm sure there will be many more of these in the near future. 

COVID

COVID19 numbers are on the rise in NJ especially in the two Counties I sell in.  Our Governor gives no direction for B2B businesses for the population of offices.  More businesses are still remote with a small percentage (smaller companies) that are full staff.  

Prospecting More

Like i stated I found my-self asking what else can I do?  The only answer that came to me was to keep prospecting and keep trying to find new opportunities.  Thus I pushed forward and kept making the calls and the emails. At the end of the day I ended up with two appointments on-site! I'm not scared of going on-site and I'll take the necessary precautions.

Experience

From experience I know the funnel will burst, it's not the question of "if", the only question is "when". Yup, I do plan to be around when the funnel explodes.

I had one of these days last week also where I kind of wrote about the same experience.  I feel that writing about helps me to continue and may help others to keep moving forward even when things are not going your way.

I have no words of wisdom, nor a link to a cool blog tonight.  All I have is that we can't give up, giving up is not an option.  I remind myself of these quotes.

The Harder You Work The Luckier You Get

As Long as You Work Hard, You Never Know What the Tomorrows Will Bring You

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Thirty-Seven of Selling

I'm starting to lose track of days.  I'm not sure if this was Thursday or Friday last week that but our Governor extended his Emergency Order act for another thirty days.  Thus it seems that all businesses will not be back in the office for another 30 days.  In addition one of the counties that I cover had 40% of the overall daily cases in NJ.

At this point it's nothing I can control and I need to get going about my daily business of helping clients and finding ways to get clients to the finish line.

Not much has happened since I had that flurry of activity on Friday.  I've got verbal on orders for more than $60K.  In addition I just received another for $16K.  That's all well but it's time to get some ink on paper.  At this point I'm hoping to have four of them closed this week.

September Sales

September was a horrid month for me and thank goodness my month ended on the 23rd of this month.  Everything that I had on tap rolled.  All of those opportunities rolled for a number of reason and there was no commonality between them. What could I have done differently? Looking back I don't think there was anything I could have done to make things different.  Sometimes you eat the bear and sometimes the bear eats you.  That bear had me but good for September.

October

As of today I'm three days into the month and looking forward there are 22 work days this month with no holidays.  Combine the 22 work days and no holidays means the chances for going big this month can happen, My motto for this month is Make October Great!

Prospecting 

During this time of COVID19 one of my other activities is to hop on Linkedin to see if I can find any content that will help me with prospecting.  Prospecting has changed during COVID19 at least here in NJ.  The old art of knocking on doors will brings resistance in NJ and I feel it's better to change the way I'm prospecting.   

Today I was able to catch video from Connect365.  The video is 20 minutes in length but goes it some excellent content for prospecting (linkedin) and emailing cold prospects.  I'll probably have to listen to it a few times for it to stick, however at this point I've got all of the time in the world to learn more.  

Here's a snippet and I embedded the link in the picture for you. Of course there is a short commercial here but I found the content really helpful.

Tomorrow is more of the same, no place to go but up

Sorry for the short blog tonight, but, I'm sure I'll have more content during the week.  One other item I'm looking to connect with a Toshiba dealer principal if you're reading this please send me an email apost@p4photel.com

-=Good Selling=-

The Week in Copiers Ten Years Ago

The Week in Copiers Ten Years Ago

the last week of September 2010

The push is on and the last quarter of the year is upon us.  Who will be the winners and the losers? After speaking with a few more Office Equipment Dealers this week I'm encouraged with the rate of transformation that is taking place.  Dealers are not waiting for things to happen they are making things happen.  More and more dealers are adopting new services and products for their clients.  The question becomes when do the copier manufacturers become irrelevant to the Office Office Equipment dealer?

Enjoy these most popular threads from ten years ago this week.

Konica Minolta Launches the Perfect Digital Alternative for Print Professionals

Guest ·
executive interview, please contact Rachel Reed at Rachel.Reed@kmbs.konicaminolta.us . Availability The bizhub PRESS C8000 is available now through Konica Minolta's North American direct sales and authorized dealer sales channels. About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc. is a leader in advanced imaging and networking technologies for the desktop to the print shop.In 2009, Konica Minolta was named Supplier of the Year by both the Allegra Network and the National
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Konica Minolta Business Solutions today launched its Optimised Print Services (OPS) o

Guest ·
According to Konica Minolta national manager managed print services, Iain Barnfield, the new consulting service analyses how a company is using all its print and multifunction devices and then develops a tailored solution to monitor, manage and optimise printing services. “It is designed for, but not limited to, companies operating at least ten separate devices and typically employing more than 50 people.” “We have listened to what the market wants and have sought to improve on similar services
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Konica Minolta Business Solutions U.S.A., Inc is currently seeking a BRANCH TECHNICAL

Guest ·
Program. Employee Referral Bonus Program. Ongoing professional development training. State-of-the-art office products. Visible, exciting work supporting the sales of cutting edge technology and workflow solutions. Konica Minolta is Proud to be an Equal Opportunity Employer M/F/V/D Committed to Affirmative Action.
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Count on Konica Minolta for Award-Winning Technologies at GRAPH EXPO

Guest ·
-saving design. New Product Introductions – Konica Minolta will unveil a new series of color digital presses designed to strengthen our market-leading position in the production print arena and enhance print professionals’ return on investment (ROI). Printgroove – In light production printing, CRD and small- to mid-sized print shop applications, Printgroove® is the key to greater output power and increased satisfaction for customers and corporate clients. It can accept input in any format
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Xerox Color 800/1000 presses drive profit, extend digital printing capabilities

Guest ·
Xerox Color 800/1000 presses drive profit, extend digital printing capabilities Friday, September 24, 2010 Press release from the issuing company Rochester, N.Y. – Print providers looking to increase the worth of every page they sell are using Xerox Corporation's Color 800/1000 Presses to capture jobs once reserved for offset printing. The presses – introduced earlier this year – offer the sharp images and quick turnaround times needed for sophisticated sales collateral, direct marketing pieces
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Xerox Color 800/1000 presses drive profit, extend digital printing capabilities

Guest ·
Xerox Color 800/1000 presses drive profit, extend digital printing capabilities Friday, September 24, 2010 Press release from the issuing company Rochester, N.Y. – Print providers looking to increase the worth of every page they sell are using Xerox Corporation's Color 800/1000 Presses to capture jobs once reserved for offset printing. The presses – introduced earlier this year – offer the sharp images and quick turnaround times needed for sophisticated sales collateral, direct marketing pieces
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Does any National Copier Vendor still have their own in house leasing service?

SalesServiceGuy ·
Does Xerox still have Xerox Financial Services? I think not, they subcontract to GE Capital? Is not GE Capital trying to get out of the copier business? Who does Canon use? Who does Ricoh/ IKON use? Who does Konica Minolta use? Who does Pitney Bowes use? For all of these vendors, do they actually operate their own Leasing Company or do they subcontract it out to someone like CIT or DLL and put their brand name on their leases.
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Kyocera Mita America Expands Managed Print Services Offering; Authorizes Business Tec

Guest ·
more document imaging devices and, ultimately, become the end-user's "single source" for managing printed pages and hardware. Kyocera’s industry-leading MPS program, Managed Print: SimplifiedSM, includes a nationwide network of Kyocera Certified MPS Dealers that help organizations find significant savings on current print output costs, improve the return on investment (ROI) and lower total cost of ownership on existing printers and MFPs through print optimization and best practices. Additionally
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New Report Positions Xerox No. 1 in Managed Print Services

Guest ·
hundreds of thousands of dollars in document- related costs. Using Xerox's "print governance" feature, the newest addition to the company's MPS portfolio, Rialto will bump savings to nearly half a million dollars by better managing print across its 25 buildings. QinetiQ, a leading defense technology and security company, based in the U.K., cut energy usage and greenhouse gases by 44 percent with its Xerox MPS strategy. Xerox also helped QinetiQ improve security and compliance with radio-frequency
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Xerox Positioned in Leaders Quadrant of 2010 Managed Print Services Report

Guest ·
and expand the range of MPS offerings is evidenced by its Enterprise Print Services (EPS). Xerox EPS goes beyond traditional MPS offerings as the first service to help gain control of documents being printed, shared and stored across the entire enterprise – whether in the office, by mobile and virtual workers or in the print center. As the market leader in MPS, Xerox's client list includes global leaders like The Dow Chemical Company, Fiat Group, Ingersoll Rand, and Procter Gamble. Xerox also
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AIM Mail Centers Embrace Mobile Technology by Upgrading to Ricoh HotSpot MFPs

Guest ·
(MFPs). Ricoh HotSpot MFPs offer mobile users the added convenience of printing remotely and enable users to print securely across the Internet, without the need for a device-specific driver or special software. Mobile printing solutions for the Ricoh HotSpot MFPs are powered by PrinterOn®. "Ricoh HotSpot MFPs fit into the future vision of our AIM Mail Center stores, which are becoming business solution centers rather than shipping centers," said Michael Sawitz , CEO, AIM Mail Centers. "Ricoh
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Xerox Debuts iGen4 EXP; Elevates Industry's Most Widely Used High-End Digital ...

Guest ·
, visit http://www.xerox.com/tr/products or call 800-ASK-XEROX. Note: For more information on Xerox, visit http://www.xerox.com or http://news.xerox.com . For open commentary, industry perspectives and views from events visit http://twitter.com/xeroxcorp , http://twitter.com/xeroxproduction , http://twitter.com/xeroxevents , http://www.xerox.com/blogs or http://www.xerox.com/podcasts . Xerox(R), iGen4(R), FreeFlow(R) and the sphere of connectivity design are trademarks of Xerox Corporation in
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Pacific Northwest’s Largest School District Enrolls Westbrook Fortis to Reduce Docume

Guest ·
accessible from most Internet browsers. For more information, call (203) 483-6666 or visit http://www.westbrooktech.com . About IKON IKON Office Solutions, Inc. (http://www.ikon.com), a Ricoh company, is a leading provider of innovative document management systems and services, enabling customers to improve document workflow and increase efficiency. IKON integrates copiers, printers and MFP technologies, and document management software and systems, to deliver tailored, high-value solutions, implemented
Member

mspeed

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$12,419 Federal Contract Awarded to Ricoh Americas

Guest ·
[September 23, 2010] (Targeted News Service Via Acquire Media NewsEdge) By Targeted News Service WASHINGTON, Sept. 23 -- Ricoh Americas Corp., West Caldwell, N.J., won a $12,419 federal contract from the U.S. Department of Health and Human Services' National Institutes of Health, Frederick, Md., for Alficio MP 8001 digital copier system.
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HP Recognized as a Leader in 2010 Managed Print Services by Analyst Firm Report

Guest ·
documents in electronic processes. By seeking to enlarge the scope of their MPS this way, organizations can maximize cost savings and process improvements." HP MPS is a flexible, scalable offering that provides organizations a clear path for turning their printing and imaging environments into vital, value-added assets that drive business growth. With one of the industry's broadest portfolios of products, solutions and services, HP helps customers improve workflow and maximize results so they can meet
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RISO to feature next generation of inkjet printing at Graph Expo

Guest ·
printers is so fast, affordable and dependable, customers have found great cost savings in direct mail, transactional documents, and many other commercial applications," said Todd Deluca, president and chief operating officer of RISO, Inc. The three ComColor models showcased at Graph Expo will be shown printing a unique transpromotional MICR application with embedded digital security pantographs, variable data envelopes, newsletters, booklets, and more. The combination of ComColor inkjet printing
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Print Audit® President and CEO Named as Finalist for Prestigious Award

Guest ·
. By providing businesses with innovative and practical print management software solutions, the company has helped customers recapture over $150 million in printing and photocopying expenses while saving an estimated 190,000 trees a year. Print Audit has offices located in the United Kingdom, South Africa, Australia, Brazil, Canada and the United States. For more information on Print Audit, please contact: Angela Onstine 1.877.412.8348 pr@printaudit.com http://www.printaudit.com Facebook: http
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New Brother Color Laser Printers Deliver Category-Leading Performance

Guest ·
-4570CDWT) features category-leading print speeds, automatic duplex printing, wired or wireless networking, generous standard paper input capacity and an exciting new design. The new models will be available beginning in October 2010 . "Small business owners are increasingly expected to do more with less, and this new series of color laser printers from Brother offers them the flexibility to print higher volumes of documents – such as multiple copies of presentations or sales brochures needed for a
Member

Ricoh1981

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"Wanted" Ricoh 615C PS option

Guest ·
Post Script 3 Unit Type C1500, need one of these new or used can anyone give me a price, just in case I can't get a new deal approved.Art
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Commissioners Award Copier Contract

Guest ·
Purchasing director Cathy Mosier outlined the bid specifications for the commissioners. Mosier said the bids were opened on Sept. 7 and there were five bidders. . . The Richland County Commissioners Tuesday awarded the price per copy contract to MT...
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Lead in Wyoming Color Copier

Guest ·
The P4P Cafe has generated a lead for the zip code 82214 in Wyoming, looks to be Northwest of Fort Laramie.30PPM color device, please email me for details!
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HP Unveils World’s Most Collaborative Large-format Printer Solutions

Guest ·
expensive to maintain. The HP Designjet T7100 Printer features a modular design that allows customers to easily upgrade the device as technology progresses and that helps the printer integrate seamlessly into existing IT infrastructures. The printer eases and accelerates print production for customers by offering: speeds of up to 165 A1 prints per hour, unattended printing with the capacity to manage up to three media rolls and the HP Smart Roll Loading System. The HP Instant Printing Pro accessory
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Re: Ricoh Ends Relationship with Ratio

Maxima1 ·
Let me further clarify my post. My understanding is this, Ratio Germany has filed for bankruptcy and no longer doing business. Ratio America is now its own entity and doing business seperately. They drive the Plotbase PM website and are selling Plotbase/Rip Cube etc. There is legal discussions that will allow Ratio to work with Ricoh. I think Ricoh recognizes the embedded is not sufficient but is tied legal on their actions. Also, Ricoh is still provide tech support for the controllers that
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Re: Does any National Copier Vendor still have their own in house leasing service?

Larry Levine ·
Konica Minolta uses GE, DLL, US Bank
Member

rmoue2

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Future Lead!!

Guest ·
SAPULPA CITY COUNCIL Consider approving the amended Order and Lease Agreement(s) with Document Imaging Solutions, LLC., and DeLage Landen respectively for maintenance service and lease of all Digital Sharp and Samsung Color Copiers for the City of Sapulpa for the period of October 21, 2010 through October 01, 2012, and authorize the Mayor to execute all related documents.
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4 Key Considerations for Paper-Based Hospitals Looking to Go Electronic

Guest ·
says hospitals often misunderstand the concept of deploying an electronic system. He adds they should be mindful that although EHRs will certainly provide many benefits, they should not be naïve about the savings in paper supplies they may seek through making health records electronic. "If you look at a 350-bed hospital, there are approximately 2.5 million documents being printed in that hospital and only 20-25 percent is related to medical records," he says. "The overwhelming majority of documents
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Re: Booklet printing with saddle stitch using Adobe Indesign CS5

John ·
Here is an update. Yesterday while on site the end user informed me that if he printed the document to PDF from Indesign which will print the document to a file, then tries to print the original Indesign document, it will print. After creating a PDF but not printing that PDF but printing the same document in Indesign, why will it then print. Does it do something to the original document when it is printed to PDF, fix some errors in the document? When trying to print the original document in
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Re: Does any National Copier Vendor still have their own in house leasing service?

Guest ·
Canon has Canon Financial, all of the others? I believe they are all third party.
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Re: Does any National Copier Vendor still have their own in house leasing service?

Old Glory ·
If I'm not mistaken, Canon Financial is still wholly owned by Canon but I don't think anyone else has their own leasing company anymore.
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Re: Booklet printing with saddle stitch using Adobe Indesign CS5

Guest ·
John: Wish I could help, what has Ricoh stated? Can anyone else help John?
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Re: Booklet printing with saddle stitch using Adobe Indesign CS5

John ·
Ricoh is absolutely no help. I hope someone from Ricoh reads this post. Who do you hire up there? They have absolutely no clue. Very disappointed. Much thanks to JasonR from RJ Young for your input. John
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Re: Does any National Copier Vendor still have their own in house leasing service?

Jrlz ·
Ricoh has Ricoh Financial Services, which is wholly owned by Ricoh
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Re: Does any National Copier Vendor still have their own in house leasing service?

Old Glory ·
I think if you look into it that you will find that you are mistaken. Their lease document says Ricoh but the rest of the document is either De Lage Landen (DLL) or GE. They used to use DLL almost exclusively but seem to be mostly GE now.
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Re: Does any National Copier Vendor still have their own in house leasing service?

Patrick Bateman ·
Partially correct...Ricoh Financial Services (wholly owned)still exists and is primarily used for Major Accounts whereas Commercial or SMB accounts are financed through 3rd party vendors, i.e. GE, DLL, etc.
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Re: Booklet printing with saddle stitch using Adobe Indesign CS5

John ·
We solved the problem. We changed a setting within InDesign CS5 from "Binary" to "ASCII". I do not know why this works since that same setting in InDesign CS4 is set to "Binary" but it fixed the problem. Much thanks to JasonR for taking the time to call me and discuss the problem. Not alot of people would do that and I really appreciate it. I have attached a screen shot of the change from within InDesign CS5. Feel free to comment on why this would have made a difference as I have no clue. John
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Re: wide format specialist

JasonR ·
I totally agree with Jrlz. Don't split, they aren't selling it, they aren't comp'd on it. Lead fees are the way to go. Besides, the reps would complain either way!
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Office machine blamed for medical building fire

Guest ·
XENIA, Greene County — A malfunctioning copier and fax machine is to blame for a fire that started at a medical building in the 300 block of North Detroit Street, across from Shawnee Park. The total estimated damage cost is believed to be approximately $175,000, according to Xenia Fire Chief Jeff Leaming. Approximately, $100,000 is the damage to the building. The fire at 330/322 North Detroit St. was reported 7:07 a.m. The building has two levels, and fire officials believe the fire started on
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"What is" Section 179

Guest ·
your business) to move in a positive direction. For most small businesses (adding total equipment, software, and vehicles totaling less than $500,000 in 2010), the entire cost can be written-off on the 2010 tax return. For businesses adding even more than $500,000, the write-offs are still substantial. See the following graphic for an example of the savings thatis currently available to you after the 'Small Business Jobs and CreditAct of 2010' passed in September 2010. Limits of Section 179
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Océ and Intersections Inc. Demonstrate

Guest ·
, meeting industry security standards for the payment card industry. More Color and More Capacity The high capacity and performance of the Océ JetStream system have also given Intersections the added capacity to pursue other segments that require secure printing. Intersections can expand its client base and offer the service to more markets, because the Océ JetStream printer provides the ample capacity and reliability to produce hundreds of thousands of reports each month. The live demonstration

COVID19 Remote Working Day One Hundred and Thirty-Five of Selling

COVID19 Remote Working Day One Hundred and Thirty-Five of Selling Copiers

Today was one of those days when you it was non-stop action all day long.  I finally finished up about 5 minutes ago with presenting an existing client a creative way to keep their existing copier.  (PM me for details)

I didn't receive any docs today but had two more clients that want to move forward with new MFP's.  One was an existing account that I've been chasing for two years and another is a net new for a small A4 MFP which had some decent GP in it.  Funny after I received the verbal for the net new I asked the client this "I know you received a lot proposals, and our entire correspondence was via email, can you tell me why you made Stratix your choice?"  I received my answer that was two fold with the least important being the brand of copier and the most important was how we would support the MFP and the client for the next three years.  

Over the years I've learned to be as thorough as possible with my quotes/proposals and try to make the transaction simple and explain the proposal in their language.   Thus I don't use our language for proposals I use their understanding of our business.  Which in most cases is very limited.  I don't use CPC, FMV, Clicks, ARDF, SPDF acronyms, I spell it out for the clients so that there are no questions about what those acronyms mean.  In other words I try to communicate with their level of knowledge about MFPs.  In this case it worked and all of the extra work was much appreciated.

I still have all of the other deals in a seven day cycle that I spoke about.  Hoping within the next seven days I can have $60K to Make October Great!

There was zero time for prospecting, inmails or emails today.  All of the calls and emails were focused on moving orders across the finish line.  Thus the last two days of this week made up for the bad beginning to the week.

I'm hoping by the end of tomorrow to have three orders completed and then perform follows up calls and email on the remaining 30 opportunities that I have open.

Lately I've been spending more time on Linkedin looking for those special treats.  I posted one a few weeks that I thought was interesting and thanx to Dayna Karron I found another treat today.  See below

I especially loved the part about dopamine rush. Yup I am that junkie that needs his dopamine rush as many times a week as I can get it.

If you get the chance connect with Michele and Dayna you'll be glad you did.

-=Good Selling-=-

COVID19 Remote Working Day One Hundred and Thirty-Four of Selling

COVID19 Remote Working Day One Hundred and Thirty-Four of Selling Copiers

On Monday of this week which was day 132 I wasn't in a good place.  All of the hard work that I put in wasn't going to come to fruition for September.  All of the calls, emails, inmails, posting content on Linkedin and my own Jersey Plotters site just didn't get me to where I wanted to be.  

It was the end of a quarter and a quarter that I had a decent shot to rack up some bonus dollars. In the end I finished with one of my worst months in the last six months. Hey I can only chalk it up to as sometimes you eat the bear and sometimes the bear eats you.  The only saving grace is that I have a huge funnel going into the last three months of the year.  

I want to finish the year strong, I want that bonus, and I want to get to another Presidents Club trip.  But more importantly I want to prove to my-self that I can still hit my numbers in middle of arguably the worst crisis our industry has even seen.  It's dedication, it's pride, it's determination and dedication that will drive me for the next three months

Each one of these blogs I posted on Linkedin with a short snippet with one of the paragraphs I wrote about.  Monday's blog seemed to hot a note with many of my connections in the industry.  Just thought I'd like to share some of those with everyone tonight.

Thanx to all of those that took the time to post a thread for the blog.   I was especially fond of the thread Pamela posted.  I was also thankful that she noticed the writing and the content is real, there's nothing made up and we're all in the same struggle together.

Not going to write about today, but I will write about yesterday for a few more paragraphs.

I had three virtual appointments yesterday.  One at 3PM, one at 4PM and One at 4:30PM.  One was net new and the other two were existing clients.  The net new ghosted me, however I had a call/meeting from an existing client.  That call went rather well, I had submitted a proposal for 4 devices two months ago, however I was told this wouldn't have legs until the second quarter of 2021.  Turns out they are going to move forward in the next two weeks with four devices that should add up to $32K.  It's going to be in three segments and the first one came over today.  

My 4PM call went well but no order, the DM stated they were getting another quote and was hoping to have it by the end of this week.  I was also told that they would get back to me with the brand and model to see if they are comparing apples to apples.  Just that statement told me pretty much that I'm in the drivers seat.  That's a $7K deal that feel pretty good for the next week.

My 4:30PM meeting went well for knocking out a competitive device in one of my own accounts.  After reviewing the virtual proposal the DM gave the verbal to move forward with two devices for a total of $18K.  Those docs went out this AM.

Then a late night text and call with a net new brought a $12K deal to life also.  Those order docs went out to day also.

I don't count deals until I have them in hand but it all goes well in one weeks time I can make up for September and might be able MAKE OCTOBER GREAT AGAIN!

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Thirty-Two of Selling

COVID19 Remote Working Day One Hundred and Thirty-Two of Selling Copiers

The last blog I wrote was last Tuesday the 15th and that was day 128.  Today marks 132 days (22 working days per month) or half a year of working remote with pandemic in place.  

By the end of the today all I had was one massive headache. All of the good stuff that was created on Wednesday, Thursday and Friday of last week fizzled.  With two days left in the month I'm sucking wind and I'm not too happy about where I'm at.

Between Tuesday and Wednesday I have three appointments and all of them have the chance to close by the 23rd.  I've prepared, I'm ready and the only thing I need to do is to get the order docs prepped in advance.  If all goes well I can end the call and 5 minutes later the client has the documents.  There is no time to waste.  Tomorrow morning will be spent working on those order documents so they are ready to go.

Last week was slow to develop and by Wednesday I was thinking this just may not happen this month.  On Thursday I had two good hits, one from an existing account that wants to upgrade two devices and then a text from another account that told me to call his buddy.  Friday saw me with another opportunity for a pre-owned A3 MFP.  I thought this was really coming together and with three days left I could do this.

The pre-owned A3 dropped off this AM because a tech was able to get the copier running (competitor tech).  The buddy text opportunity I wasn't able to connect with and the other opportunity (existing client) has an appointment at 4PM tomorrow.  Late tomorrow should be a RUSH, I have a 3:00PM, 4PM, and then 4:30PM.  Thus you just might not see a blog from me tomorrow night.

These are crazy times, the stress, the ups and downs can take their toll on your mental fitness.  As many times as I wanted to just through in the towel and say this isn't going to work, I told myself that I still have three months left in the year. That's 25% of the year left, which is still plenty of times to make things happen.  Funny about that make things happen line. I could have been a loser today and waited for something to happen.  I didn't wait,  I ended up making the rest of the calls and the emails that I had on my list. 

Tomorrow is another day and even though this day really sucked can it really get that much worse?  Well it could,  I could pull another zero tomorrow.  But even if I pull that zero sooner or later this is all going to come together and when it does I will be there.

In my 90 day funnel I now have 28 opportunities, twenty percent of those are probably crap (but there is always hope).  Moving into the last quarter of the month the total revenue is $378,000.   That $378K should get me around the $130K mark for the last quarter.  Of course the $130K isn't going to cut it and the remedy is to continue prospecting get that $378K to at least $425K.  Funny when it comes right down to it, it's really is a numbers game.

Now I will congratulate my-self on surviving a half a year of working remote and having the world turned up-side down.  I can think of all the bad, but to make this far in this type of business climate I will pat myself on the back and say you've done a decent job

Now it's time to finish the year!

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Twenty-Seven of Selling

COVID19 Remote Working Day One Hundred and Twenty-Seven of Selling Copiers & IT Services

Did you notice anything different in the title?  I finally included IT services because I spent quite of bit of time today prospecting for both.  While I'm no master at selling IT I do have an entire team behind me that can help.  Now it's just up to me to ask that six foot question. 

Last week I was able to knock down one content TEAMS meeting with an existing client.  I realize that my focus can't be just about copiers anymore especially with the way things are today.

Pretty busy day for me, while I didn't have a lot of prospecting time I was able to know down two small orders and get them processed today.  I'm no where close to where I want to be, but like I stated on Friday you just never know what tomorrow will bring you.

I'm still dealing with many of the same issues with no call backs, no return emails and leaving plenty of messages.  For now I have to be satisfied with growing the funnel because at some point in time the funnel will burst.  I just need to be patient and stop driving myself crazy with why is stuff not happening.

A good friend of mine wrote a nice piece on his blog site the other day. It was so good that I thought I would share with everyone.  I've know West McDonald for some time now and I've always been impressed with his knowledge of the industry along with his blogging. I may not ready that many books however I always find the time to read blogs from my favorite peeps in the industry.

If used properly, LinkedIn is one of the most powerful and “free” sales tools you can add to your arsenal. If used incorrectly, it won’t do you any good at all. In fact, it could actually hurt your close rates. The blog you’re about to read will help make sure you squeeze as much value and power out of LinkedIn as you can. We’re going to cover the “DOs” and “DON’Ts” that I’ve learned as a power user over the years. Let’s dive in!  Read the rest here

I've been a member of Linkedin since 2003, and on most days I'm posting up 0 to 30 threads a day (some may say that is too much).  Most of those threads were always something leading back to my blog or threads I posted on the P4P Hotel.  It was three months ago when I turned on the paid premium service.  I find the service is somewhat pricey however after using the premium for three months I'm hooked.  

What's changed with Linkedin?  I believe the recent pandemic has lead to an increase of more C level execs finally tuning in and using Linkedin more frequently than before. I've had the premium service before but really never had that much luck with it.  I would like to thank Dayna Karron for helping me out in late April of this year.  It's amazing when people you've never met are willing to go out of their way to help each other.  I know how that feels because I've done the same with other peeps in our industry.  But a special shout out for Dayna!

My numbers for the day.  Two orders placed for not a lot a revenue, seventeen emails, one appointment, sixteen calls, one inmail and one Linkedin post.  Like I stated not a great day for prospecting.

Seven days left in the month.

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Twenty-Six of Selling

COVID19 Remote Working Day One Hundred and Twenty-Six of Selling Copiers

It's 10:24 PM with a cool breeze blowing in from the Ocean tonight.  After a frustrating four day work week I finally packed it in about 5:30PM tonight.

It had been a long week of phone calls, emails, inmails and texts.  I was able to get docs for a small A4 black device late today.  I'm hoping that will be the order that opens the flood gates with my 25 plus opportunities.  

I'm going to get a little off the rails here for a bit.  Why do so many peeps in our industry refer to MFP's that only print black as "black & white"?  When the heck did "white" ever work it's way into our language? It's either a color MFP or a black MFP right?  I prefer to use monochrome however that's really not the right definition either since monochrome could mean any single color.  

To make sure I'm correct I got this off wikipedia.

"A monochromic image is composed of one color. The term monochrome comes from the Ancient Greek: μονόχρωμος, romanized: monochromos, lit. 'having one color'. A monochromatic object or image reflects colors in shades of limited colors or hues. Images using only shades of grey are called grayscale or black-and-white."

The time before color copiers became available we just called them copiers.

I was not intending to write this blog tonight.  I was spent for the week and needed to relax and not think about work for a couple of days.  I had a final push at the end of the day to make sure I was ready for Monday,

It was about 10PM when I checked my phone for emails. I run a series of alerts with Google so that I receive the latest and greatest news for our industry.  Checked the gmail and there was nothing worthy to post and I then checked my corp. email just to clear out any junk.

The other day I mentioned in one of my blogs is that as long as you work hard you never know what tomorrow will bring you.  I can't tell you enough how true that is because there was one email that came in at 8:16PM.

Seems one of the phone calls and emails (after I call and get a voice mail I always send an email) to an existing account. My email forwarded to another person in that organization.

This person wants to meet with me next week and see what we can offer in the way of copiers for their 14 locations in the US.  Now that's a pretty fraking big opportunity!  Yes, I'm sure there will be competition, and yes it's not a deal yet.  However we need to be in it to win it.  My email went out a few minutes later asking what time is good for that day next week,

Thus for many of you that are going through the ups and downs in this new normal like I am.  Anything can happen at any time as long we we put in the effort.  We just need to put the effort in on a daily basis.

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Twenty-Five of Selling

COVID19 Remote Working Day One Hundred and Twenty-Five of Selling

The last week or so with almost no orders has seen me fighting with myself.  Am I doing everything right? Is there something I'm missing? Am I prospecting enough?  Am I asked the right questions?  What can I do to turn things around?

I thought quite a bit about where I'm at for the month with 9 selling days left in the month last night.  I figure that I'm right back to where I was in March & April where just keep making the calls and sending the emails.  My break out month was May went I billed more than $200K.  Thus it has crossed my mind that September and maybe October might be more like March & April.  I don't like it and don't want to accept it but until our Governor tells everyone to get back to get back to work in our offices it's going to be like this for quite sometime.  Almost thinking it maybe the right to time to make a move to another state.

Moving to another state is interesting, would it be New Mexico, or maybe Arizona?  It then hit me that moving to another state would be giving up.  I've never given up on anything in my life. I've always had the attitude that I can get whatever I want whenever I want it.  The pandemic has thrown a tiny wrench in the attitude for the time being.  No, I'm not going to move and yes I will see this new normal play out here in the North East.

Not a lot went on today. I'm still stuck with my middle four digits for the month.  Today saw a little more action from a few clients but nothing to get super excited about.

The totals for today for prospecting was 16 emails, 18 calls, 3 Teams Appointments, 2 Inmails, 4 texts and 1 Linkedin post.  Three appointments will put on damper on your prospecting for the day.

I mentioned something new in today's prospecting and that was the one Linkedin post.  I went through some of Ricoh's Youtube posts, thought of a nest thread for the video and then posted on Linkedin.  While I'm trying to connect with more peeps on Linkedin I thought posting something about my services could help the cause.  The next thing I need to do is make a list or a couple of lists of the people that I want to see the thread and incorporate them on the post (post lol).

Tomorrow means more of the same....prospecting and growing the funnel because sooner or later the funnel will burst.  I'm hoping sooner than later.

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Twenty-Four of Selling

COVID19 Remote Working Day One Hundred and Twenty-Four of Selling Copiers

Eight more business days and we'll be at the 6 month mark since I was optioned to working remote.  Never in my life did I expect something like this. 

Something like this does make for some great small talk with the gatekeeper though. On many calls I find my self having a laugh with the gatekeeper because at this point in time I'm happy to speak with anyone.  It always gets a chuckle and seems to break the ice when I tell them I'm just happy that I have someone to talk to since I'm remote. In most cases the info I need which  is when is the best time or the best way to contact/communication with the decision maker.

I took yesterdays blog and put Jake Dunlops plan in action today.  One of his taking points with connecting with DM is to mention something to the CEO that they would not expect that you know.  I use Linkedin for most of my research and came up with the C Level Executive that I thought was in charge of buying what I have to offer.  You may ask how did I know that?  It's because I cruised through their contacts and saw a 1st level contact with one of my competitors.  It's a great thing being connected to so many sales people because since I'm connected I can see their level of connection.

I did the research on Linkedin, then Google and I really didn't find much. I went back to Linkedin and read some of the recommendations from others that have worked with or for this person.  One of those referenced a book that the C Level Exec wrote back in 2018.  I googled the book, it was on Amazon and the cost was $9.00 thus I made the investment in myself and ordered the book.  I then sent that Exec a message stating, "just ordered your book and can't wait to read it".  That was all I sent.

In a few days I'll have my book and I'll read the book (hoping it's not too long). From there I'll write a few notes and my plan is to send additional Linkedin messages with maybe thoughts or comments about what I read.  Will it work?  I have no clue, but I do like Jake's plan because it is different.  I'm a firm believer of throwing enough crap on the wall and see what sticks.  In addition what do I have to lose?  I have nothing to lose and more to gain, who knows maybe the book will help me in other ways that I'm not aware of.

The point is to be different, try different things in this new normal

I did this with another Exec also today. This person is the Business Administrator and in most cases they either do the buying or they know who the buyer is.  Yet again it was another trip to Linkedin.  After reading the persons bio and reviewing that persons job history I got what I needed.  In this case the BA served in the Army as an infantry officer and from what I can see maybe still be in the reserves. I sent off an email thanking that person for their service and then asked if he had trained in Fort Benning, Georgia.  The reason why I asked about For Benning is because my son went to basic training there as infantry.   In that same email I also asked if he was the right person to contact or if there was someone else to contact.  

In both cases I put the plan in action and we'll see what comes out of it.  AS I mention last night it's not something that will get me a quick sale but is something that can be nurtured over time.  Hey,  as long as you're prospecting you never know what tomorrow will bring you.

Today's stats saw me with 22 phone calls, 21 emails, 3 inmails (linkedin), 1 text and I was able to knock down two appointments.  Opportunities for the day was zero.

Tomorrow means another day of the same. I usually reserve my mornings for completing tasks on "things to do" list and the afternoon is spend prospecting.

I think I closer to maybe a couple of orders in the next couple of days.  I've got 10 selling days left in the month and don't have much to show for September yet.

I may waiver every once in a while but I will not let this pandemic defeat me in attaining my goal for the end of the year.

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Twenty-Three of Selling

I'm thinking it should be 124 days but yesterday here in the USA was a holiday.

Over the long weekend I read an excellent thread about the top 5 ways to get in front of a CEO.  Jake Dunlop wrote this and I'm sure he won't mind me sharing as long as you connect with him.  

Jake's stuff is below;

Most sales reps should not waste time trying to get in front of a CEO. They can’t talk the talk yet.

But hey, why not try...here are the top five ways to get in front of a CEO from a CEO

1. Act like you understand there is zero chance I’m available next week and pick a date a few weeks out - show you get it

2. Talk about something you know about me outside of my role and what my company does. Impress me with something non-obvious

3. Leverage your CEO or senior executive - high likelihood I’m going to resonate with their narrative and that’s ok.

When I was 28-29, I leveraged my CEO and COO to get meetings with the CEO of Kimpton Hotels and CHRO of Intel.

No way I could have ran those meetings 😂

4. Never talk product.

Make the goal of the first meeting to educate me on the space, it’s importance, and why we should meet again.

5. Be relentless.

Call my EA, mail me stuff, and send highly customized notes. 80% of the time people are just busy and might take touchpoint 14 to breakthrough.

Compare this to what you are doing now...

Setting C-level meetings is hard and if you want to actually get there, you have to be willing to research and prep like you’ve never done before.

Set the big meetings my friends - good luck 💯

I agree with all five and number two is the best of all.  If you're doing your research on Linkedin or Google you can find something to break the ice rather than spouting speeds, feeds and products.  I especially the line after number 5 about reletness and increasing those touch points to 14 (maybe even more).  Jake is also right about the time thing especially during COVID19, most CEO's are focused on surviving along with how to still grow the business.  Shooting that person with an email or an inmail with interesting subject matter can go a long way.  This is not a method that will get you an appointment in weeks or months, but a relationship that you cultivate over time.

Today was all about prospecting and research and a little bit of following up.  After the long weekend I thought it would be best to let the ball travel for another day.

I logged 45 touches today.  Fifteen of those were via email, nineteen phone calls, ten inmails via Linkedin, and one text.  I was able to schedule one appointment and create a small opportunity for this month.  Not a great day but a good day to kick off the week. 

Another one of my goals for September was to get control of my CRM because there is no way I can make 100 calls or touches a day.  If I had zero clients to attend to then yes I could make the those calls.  I believe I'm at that point of finally being able to look at my CRM and be upset because there's no way I can make those calls.  For instance tomorrow I have 37 touches (calls or emails) on tap for the day. I know that's a goal that I can accomplish, this enables me to have a better mindset for the day.

Late in the day I received a verbal for a net new order and I'm hoping this is the order that will open the flood gates for September.  It's not a big order nor is it a decent size one, it's for a small mono A4 but it is a net new client!

Tomorrow will be more of the same, I believe I have another appointment mid-day.  More of the day will be spent following up on the opportunity list and trying to bring some of these to the finish line.

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Twenty-One of Selling

COVID19 Remote Working Day One Hundred and Twenty-One of Selling Copiers

I was able to have a chat with the manager of a University Print Shop today in New Jersey. I won't get into details about the call other than they are operating mostly remote with few students on campus. In additional purchases are put on hold and was told there is no timeline when things will return to "normal".

That person made other statement to me, "I wouldn't want to be in your shoes right now, it must be terrible". Whoa!  What was I to say?  What I did say is that we've had full employment with our staff during this pandemic and while business is down we are holding our own. That call went on for another twenty minutes until we agreed that we would catch up in 60 days or so.

Our Governor of New Jersey stated today that we are in the heart of Stage Three re-opening and the next stage is the "new normal". I don't think anyone in the state knows what that "new normal" is and I'm alarmed that there will still be some control in place.  Hey, it's been almost 6 months what's another few months after we were told we would only have to go through this for two weeks.

I was a bit of a prospecting fool today.  I managed to score four appointments on my tally sheet along with 25-30 calls, 15-20 emails and 2 inmails.  I was also happy that I was able to add a $40K opportunity that could close before the end of the year.  Who knows maybe even this month if all goes well.  Thus I've hit the first goal of the month for adding the $80K in opportunities that I needed. Now all I have to do is sell something .

As far as my week goes I'm thinking I'm going to be pulling a zero at this point. I've got two opps out there for $20K for this week, but with tomorrow being the Friday before labor day I'm not counting on them. Would be nice though.

I figure by noon tomorrow since the weather is going to be awesome for the entire weekend that most DM's will getting an early retreat.  I can't blame them either, at this point in time I think we need all of the rest and relaxation that we can afford to take. Maybe, just maybe after Labor Day we'll start to see the action heat back up.

There's no blog for tomorrow an I'll be back at it on Tuesday.  Everyone in the US have a great Labor Day weekend and to our friends that are not in the US have a great weekend!

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Nineteen of Selling

COVID19 Remote Working Day One Hundred and Nineteen of Selling Copiers

Yay!  Today is finally over.  Tuesday means its time for our weekly sales meeting and today's meeting meant it was time to review some of the quarterly numbers for the team. It was nice to see my name mentioned a few times, actually it was awesome to see my name up there with our other top performers.

To this day I still want to be the top dog or least least one of the top dogs.  Some things never change do they.

Much of my time was taken up with some internal meetings with trying to find a solution for a client.  That client has a ticking time bomb with an XP OS and software that can only run on XP OS.  If we can figure this out this would be a home run for the end of the year.  Thus since there's not much of anything else going on I put more time into that today rather than a full day of prospecting.

I was able to log maybe twenty calls, another ten emails and three inmails. But it was another day without adding opportunities or appointments.

I did have one client that asked me to send the contracts over for an A3 color MFP for about $6K. The other 13K opportunity was sent an email earlier in the AM.  Some how some way I need to get close to $20K this week. If I can do that I've got a decent shot at getting to where I want to be by the 23rd of the month.

I had a late call from Tim (VP of Sales) for a check-in.  I told him how the day progressed and how frustrating a couple of days of prospecting can be.  I also told him that I'm going back to something I used to use years ago.  

"Prospecting by Day and Quote by Night" 

Years ago before and during the first couple of years of the Print4Pay Hotel I would only develop quotes and or sales order at night or before 8AM in the morning.  The plan was simple because it would allow me more time for prospecting.  I'm back at it now, thus if you see some of the post's slowing down over the next three weeks it's because I need to get to where I want to be in my day job.

Tomorrow means more prospecting since there is nothing else on my plate.  

One other interesting note from today.  One account that I'd like to break was on my list for contacting today. Instead of calling first I used Linkedin to see who I had connections with at that company. I had not first level connections but there was about a dozen second level connections. I picked out one person that we had more connections in common. From there I read that persons bio, seems that person worked in sales for many years in Xerox.  Dang, we had something in common!  

I sent a short intro of when I broke into the business and how I stated as a tech.  I then asked if that person could direct me to the right person to follow up with.  Will it work?  I have no clue but in today's world I believe it's best to try just about anything. Be different!

-=Good Selling=-

COVID19 Remote Working Day One Hundred and Eighteen of Selling

COVID19 Remote Working Day One Hundred and Eighteen of Selling Copiers

From earlier in the AM I knew today was going to be one of those tough days. 

Kathy and I attended our grand daughters baptism on Saturday we then hosted a small get together at our house.  Sunday was more of the main event with more family members and friends to make a great celebration.  Kathy and I finally arrived home about 9PM last night.  It was a very long day but was one of those days that you never want to miss.  There are two things in life the trump all others, family and health.

It's no secret that I'm back in one of those slumps.  Nothing really on the horizon for this week except for the $13K opportunity that eluded me last week. I was able to deposit a $6.7K order with an existing client.  However when you need to get to $50K this month, the small order doesn't help with keeping my sanity.  I'm thinking if I can find a way to get to $20K by the end of this week I've got a shot.

Between addressing a couple of inbound calls and emails I was able to knock down about 53 calls, 15 emails, and three inmails.  Which accounted for zero opportunities and one appointment. Not a good day, but not a bad day either because I was able to out a dent in my calls for this week.  Tomorrow will have the same effort since I'm a zero for appointments.  Hoping that tomorrow will be better than today and I'm determined to be better tomorrow than I was today.

It's not easy and I commend those that can roll through 200-400 calls a week.  You are my hero's!  With almost no appointments for the week that's a number that I need to duplicate this week. I logged about 5 calls after 5PM just hoping I might catch someone.  

Today I updated my opportunity list for the next 90 days.  There are 26 companies that have a chance of closing.  Out of the 26 thirteen are net new opportunities. The potential revenue for net new is $173K, I'll put pen to paper in the AM and count the rest.

I mentioned last week that my $30K existing opportunity came out of the weeds last week. It took me three days to finally get a meeting with that person.  The $30K opp has now dwindled to a weak $10K opportunity because I was told that they are selling some of their operations and will not upgrade those facilities.  As much as I hate losing $20K I was happy there is still a $10K opportunity.  

Sometimes the crap just never ends, you're humming along it seems like everything you touch closes and when you're slumping ever opportunity has an issue.  It makes me want to open the window and scream "I'm not going to take it anymore!"  

Labor weekend is upon us here in the US.  Monday is the holiday and many clients will get out of Dodge early on Friday. Friday is the day to not slack off and put in work for the full day. Phone calls may not be the best bet of the day, emailing Friday afternoon may reap benefits for the next week.

-=Good Selling=-

One more item, our Governor re-opened in door dining for 9/4 with a 25% capacity.  It wan't because of the science and data but more about 200 dining establishments that banded together and offered an ultimatum to the Governor.  It was give us a date by 9/8 or we're all opening.

Last week gyms were allowed to open with the same capacity and peeps need to wear a mask while working out.  Can you imagine that? 

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